1 min lesson
Deliverable 4 - the expansion play
For each case in "Deliverable 4 - the expansion play", name the signal and the response you would use.
Step 1 of 3
The pilot org is thriving and the EBR landed. Now build the expansion: where you grow, when you pitch, how you quantify it and how Sales stays in lockstep so Meridian sees one team.
Expansion is earned, not pushed. The fastest way to torch trust with a technical buyer is to pitch more seats before the first ones are deep. The right expansion anchors on a proof point the beachhead already produced and times itself to a visible win.